General Manager: Sales and Distribution


Reference Number:
General Manager: Sales and Distribution
Roodepoort, ZA
Organisation Name:
Group Consumer
Group Consumer
MTN Level:
Level 4
Mission/ Core purpose of the Job:
The General Manager, Sales & Distribution is key to the delivery of a differentiated and unique channel proposition (industry best) through structured trade layer management; leveraging on an effective sales force / operationally efficient team; while aligning MTN and channel members common objective towards achieving sustainable market dominance. The General Manager, Sales Channels contributes to strategy development and manages the execution and implementation of strategy through working with and across functions, multiple processes, discipline technologies, products, teams and customers

The General Manager, Sales & Distribution reports into the Executive, Group Consumer and is supported by Senior Managers. The positions will interface with the Opco stakeholders, Group Management Services stakeholder and Consumer divisional heads in order to ensure effective and efficient operations.

Key Job Responsibilities
Strategy Development and Implementation

Contribute to the creation of the divisional strategy for the Sales & Distribution function in line with the overarching business goals;
Ensure effective implementation of the strategy by means of providing direction, structure, frameworks, models, plans and roadmaps; and
Define the standards for performance across various activities and identify the parameters for measurement of performances.
Staff Leadership and Management

Build and manage a high performing team by providing leadership, role clarity, training and career development;
Source, induct and manage talent in accordance with legislative guidelines;
Ensure open communication channels with staff and implement change management interventions where necessary;
Performance manage resources in accordance with HR policy and legislation where necessary;
Strategic Meeting

Hold strategic meetings, ensure relevant participation and provide guidance and support in the various discussions;
Drive enterprise wide transformation initiatives, elicit inputs from relevant parties;
Drive adequate risk mitigation and controls, and elicit inputs from relevant parties;

Manage and resolve issues that will result in severe time, scope, productivity and cost or resource impact; and
Resolve and provide guidance to issues escalated.

Sign-off / make decisions regarding tactical changes

Monitor performance and alignment with MTN global strategy and per industry best practices;
Review performance against agreed Key Performance Indicators (KPIs) and review service level agreements;
Identify opportunities for improvement and collaborate with respective OPCOs and teams to agree on corrective actions;
Ensure provision of appropriate support to consumer functions; and
Create and monitor plan for continuous improvement and monitor adherence to the plans as per business plan

Report on a monthly basis to Executive, Value Proposition & Customer Insights relating to progress made within the division and in accordance with the measurement metrics set by the organisation;
Highlight to the management significant deviations from defined performance metrics; and
Report on an adhoc basis on specific projects, as required. As per business plan
Operational Delivery

Define the criteria to measure/improve Sales &Distribution efficiency.
Review Market related tools (e.g. Market monitoring, airtime distribution and commissioning tools and processes and ensure they remain viable and in line with industry benchmarks
Illustrate the demand driving customer contact across all customer touch points / contact channels, create awareness and recommend improvement opportunities delivering extraordinary customer service
Ensure world class efficiency in processing channel partners orders towards achieving excellent product availability and adequate depth and breadth product distribution

Job Requirements
Job Specifications/ Minimum & Preferred Requirements
Education / Business Degree

Minimum of 4 year tertiary qualification in Sales & Marketing
Business degree MBA or Masters in relevant field of study (Preferred
Work Experience

10 – 12 years of relevant work experience in Sales for a large organization
Experience working in a global/multinational enterprise (understanding emerging markets advantageous)
Senior management track record of 5 years
3 years in Telecommunications
Experience in leading change / transformation
Experience in continuous improvement through the implementation of best practices
Experience in Sales Channels leading practices and trends